中途採用/Territory Channel Manager
仕事内容
テリトリーチャネルマネージャー(TCM)は、日本のパートナー事業本部において、マイクロソフトのクラウドソリューションを活用した、SMB(中堅中小)市場のDX(デジタル変革)を、パートナー企業と共に推進する戦略的な役割です。
マイクロソフトのクラウドソリューションには、①Modern Workplace領域、②Azure領域、③Business Applications領域の3領域があり、互いに密接に連携していますが、本担当は、Microsoft 365やMicrosoft Teamsを中心とした、Modern Workplace領域におけるDX推進を主担当とします。
全国のSMB市場をパートナー企業と共にカバーするためには、年次の緻密な市場攻略プラン作成と、それをパートナー企業と共に実現するための個別プランを作成し、パートナー企業と共に年間を通じて協業のリズムをリードする必要があります。そのため、本担当は、日本のSMB顧客のニーズ、パートナーエコシステム、地域別特性などについて、深い理解と専門知識を持ち、社内のマーケティング担当、プログラム担当、技術担当などのスペシャリストと連携しながら、パートナー企業のエグゼクティブや協業窓口部門と密接に連携して相互に有益なビジネス関係を構築する事が求められます。
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The Territory Channel Manager (TCM) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The Territory Channel Manager is the Modern Workplace (MW) Partner Ecosystem specialist, curating and connecting to our customers, an ecosystem of partners with the best of breed solutions driving growth in customer acquisition, consumption & usage in assigned territory. The TCM will need to orchestrate with individuals across a multitude of roles, ranging from the Customer Program Manager to understand the market opportunities and the strategy to capitalize, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners, Partner Channel Marketing Managers for breadth partners enablement and activation and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers.
The role will own the partner impact in an assigned territory by ensuring that we have an active and engaged channel ecosystem that would be able to meet the customer requirements to digitally transform their organization. To achieve that, the role will be expected to have deep knowledge and expertise of the MW partner ecosystem in the geography, have the ability to ascertain the required partner capacity and capability required in the defined territory to ensure maximum partner impact on customer acquisition and consumption. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner sales leadership.
Note: Microsoft offers customers an integrated solution that connects three cloud products (Modern Workplace, Azure and Business Applications). The role is primarily responsible for the MW area, but may be involved in the Azure/BA area.
1018272
応募資格(必須経験など)
Qualifications
マイクロソフトでは、全ての社員がリーダーシップを発揮する事を求められます。前任者なく、自ら道を切り開かなければならないケースもあります。パートナーエコシステムを最大限活用し、モデル化された勝ちパターンを徹底的に横展開するために尽力したり、また、仮説を立て、先行モデル事例を作成するために、パートナー企業と共に案件クローズに取り組むこともあります。その観点では、一般的な営業職の範囲を超えた、企画力・マーケティング力・対パートナーへの交渉力を求められる担当となります。
なお、グローバルのマイクロソフトの一員として、標準レベルの英語スキルが求められますが、特に、SMB市場のDXの推進は、米国本社のプログラムの活用や、海外での先行事例を参考とします。そのため、ビジネスレベルの英語スキルを保有する事で、より活躍の場を広げることが可能です。
Experiences Required: Education, Key Experiences, Skills and Knowledge:
10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
MS platform experience preferable, especially Azure
Reasonable level of technical proficiency in order to understand partner ecosystem solutions (L200 defined a Fundamentals in TSI framework)
Extensive experience of managing virtual teams across functions and geographies:
Inclusive and collaborative - driving teamwork and cross-team alignment
Strong partner relationship management and solution development skills
Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
Bachelor degree required (Sales, Marketing, Business Operations); MBA desired.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.